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New sales : simplified : the essential handbook for prospecting and new business development / by Mike Weinberg ; foreword by S. Anthony Iannarino.

By: Contributor(s): Material type: TextPublication details: New York : American Management Association, c.2013.Description: xx, 220 p. ; 24 cmISBN:
  • 9780814431771
Subject(s): Genre/Form: DDC classification:
  • 658.85 WEI 22
Contents:
Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index.
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Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Book - Borrowing Central Library First floor Baccah 658.85 WEI (Browse shelf(Opens below)) Available 000043087
Book - Borrowing Central Library First floor Baccah 658.85 WEI (Browse shelf(Opens below)) Available 000043088
Book - Borrowing Central Library First floor Baccah 658.85 WEI (Browse shelf(Opens below)) Available 000043089
Total holds: 0

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Includes index.

Foreword / by S. Anthony Iannarino -- Introduction -- Sales simplified and a dose of blunt truth -- The groundwork for a simple sales model -- The "not-so-sweet 16" reasons salespeople fail at new business development -- The company's responsibility for sales success -- A simple framework for developing new business -- Selecting targets : first for a reason -- Our sales weapons : what's in the arsenal? -- Your most important sales weapon -- Sharpening your sales story -- Your friend the phone -- Mentally preparing for the face-to-face sales call -- Structuring winning sales calls -- Preventing the buyer's reflex resistance to salespeople -- I thought I was supposed to make a presentation -- Planning and executing the attack -- Rants, raves, and reflections -- New business development selling is not complicated -- Index.

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